Friday, May 2, 2014

Drive More Sales Accountability with the Right Tools

There is a good chance your company spent a good deal of money on its customer relationship management (CRM) solution, but is your sales team getting the most it can out of it? The answer that most companies give to that question is a resounding, “no.”

True, CRM solutions can be a bit daunting in their scope, which is something most sales teams simply don’t have time for. However, CRM can be used to prop up your sales team for more success and offer you more
sales accountability. How can you get to this point?

Integrate Your CRM with Most Used Applications

If your sales team is like others, the most frequently used applications are ones that give them access to documents, calendar apps for appointment setting and email. Unfortunately, these apps aren’t always a part of the CRM integration process. More collaboration is the key to a successful use of your current CRM. For instance, when you integrate your CRM with these often used applications, you’re creating more access to the people who need it most. You’ll see your salesforce getting more access to files, cases and leads that will make their jobs easier and create more conversions.

Empower Your Reps with Tools and Data

Most sales professionals will tell you they need the right tools for the job. They also need the appropriate training. If your CRM has too many bulky tools that take too much time to learn how to use, you’re not going to get very much buy-in from your sales reps. Pick a vendor that offers an app that will help your reps use your CRM the way they want to use it. If it’s sales accountability you’re striving for, you’ll get there with the tools that work best with your salesforce.

CRM Can be Used to Create a More Effective Sales Strategy

One of the best uses of a CRM system is taking the data within it to plan more effective strategies for your sales team. Your data should reveal information that allows you to predict the trends of your target market. Armed with this information, you can set milestones/goals more accurately. The best sales teams are approaching their prospects with a strategy based on analysis of actual numbers. However, your sales team has to be continually adding data to the CRM in order for it to be of use in your strategies. This means you need to pick a mobile CRM app that works well with the habits of your salesforce.

Your Salesforce is Mobile – As Your CRM Should Be

While vendors were slow to react when it came to giving the salesforce a mobile option with CRM, the tide has turned and they are finally producing mobile solutions. The advantage of these mobile solutions is that sales reps can stay out in the field longer because they don’t have to return to the office to file their sales reports. Also, faster access to information about what’s going on in the field can assist sales managers in their duties.

The Front Row Solutions mobile app addresses problems that are specific to the salesforce and drives more sales accountability. We are confident your sales team will embrace this solution because it was built around information gleaned from more than 100 interviews with sales reps. Contact us today and see what we can do for your mobile salesforce.